November's tips and info for dealers and managers

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MERCH MATTERS: Showrooms offer one-stop shop for pros

Mason Laframboise has a contracting business in Kingston, Ont. He got frustrated going from specialty store to specialty store rounding up everything from flooring and tile to kitchens and baths. So he opened his own store to do just that.

“I thought someone should build a store with everything you want, where a contractor could drop off the customer to pick out what they want, all in one location,” he says. His aim is to make the store “a real experience” for customers.

Cornerstone Building Supplies has only been open for a few months, joining TIMBER MART at the outset to get access to a wide range of suppliers right from the start. The store is being finished off in stages, with an emphasis on a series of showroom settings. “We have something for everybody,” says Laframboise, “but we are focusing on higher-end products,” including Toto toilets in the bath department.

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IN OUR STORE: Maintaining order amidst chaos

If the effects of the pandemic aren’t disruptive enough, the TSC store in Brantford, Ont., had to maintain business as usual during a corporate name change. Nor could things appear to get any more active than on a warm afternoon in autumn when a pre-season flyer sale drew unusually heavy traffic. Nevertheless, store manager Michelle Barton was unruffled.

Like all the TSC outlets across Ontario, this location is getting renamed Peavey Mart. She and her team stayed busy providing a mix of products and customer service to the steady stream of local customers from this rural area in Southern Ontario.

As for the pending name change? Barton remains pragmatic. It’s her job to keep order in the store and keep customers happy no matter what.

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ARE YOU GETTING OUR FREE DEALER MAGAZINE?

Carefully curated for home improvement retailers, our quarterly magazine, HHIQ, is your single source for insight, information and analysis about the competitive home improvement market you operate in. Each issue is filled with features on the latest trends shaping home improvement retailing, strategic intelligence on the industry’s top retailers and suppliers and stories about the independent dealers who are winning in their local markets. Free for dealers, this is a must-read for the modern home improvement decision maker. Click here to subscribe!

PRODUCT SPOTLIGHT:

This contact tracing app will track your customers

CANATRACE is a software platform that tracks customers to enable contact tracing—and it’s available to dealers at no charge. Hardlines has partnered with CANATRACE to make secure customer tracking available to dealers. Visitors only have to scan a QR code posted at the front of your store that takes them to a special landing page. They enter their contact info and mandatory contract tracing and screening information. A screen pops up on the customer’s phone showing a green check mark, which signals to the dealer that the individual is ready to enter the premises.

If a store owner gets notified that someone in their establishment has been infected, they simply contact CANATRACE, which in turn will provide the local health authorities with a list of all customers who may have been exposed. (Click here to register.)

November 2020 | vol. iii, #11

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ACE CANADA AND SEXTON FORM STRATEGIC ALLIANCE

Ace Canada, a division of Peavey Industries LP, has established a formal business arrangement with Winnipeg-based buying group Sexton Group Ltd. Under the joint supply agreement, Ace dealers, who now get their hardware supplied through Peavey, will have access to the LBM offerings of Sexton’s programs. Sexton members will likewise have access to the hardware products and programs of Ace Canada.

The agreement provides the opportunity for all Ace dealers and Sexton Group members to benefit from expanded and improved product selection, distribution and other services.

“When we purchased the Ace Canada licence from Ace International in March of this year, and at the same time acquired existing dealer agreements from RONA, we knew a long-term plan was needed for LBM support and supply to our dealers going forward,” said Doug Anderson, president and CEO of Peavey Industries.

Noting that the stores represented by both companies are strongly rooted in the communities they serve, Anderson said the “new strategic alliance reinforces both of our companies’ growth objectives while providing us with the opportunity to bring our strengths together as parallel supports for our LBM dealers.”

And the deal is designed to help Sexton dealers with the front end of their businesses. “Current Sexton Group members will also have a guided opportunity to become Ace dealers if they wish, and we welcome that too!” Anderson added.

The joint supply agreement has been signed, with the collaborative terms taking effect January 1 for all Canadian regions, except Quebec, which will be included by the third quarter of next year.

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NEW CANAC PRESIDENT STAYS COMMITTED TO LOW PRICES

A privately held chain of building centres is on a path of tremendous growth, bearing witness to the appeal of aggressive marketing backed by low prices.

Canac is a Quebec chain with 31 stores, owned by Laberge Group. Last summer, CEO Jean Laberge retired, while maintaining the chairman role at Laberge Group. Guy Bedard had previously retired as general manager at Canac five years ago. Jean’s cousin Pierre Laberge moved from the VP role to take over Canac , filling the roles of president and general manager.

The family oversees a chain of retail home improvement stores that is one of the largest independents chains in this sector in the country, with retail sales of $875 million. Pierre Laberge says the company has managed to double its sales over the past five years and is on track to exceed $1 billion in sales in 2020.

Laberge attributes much of the company’s success to its people. “We have great people in the stores. We have a great team and a fair price—and people like that,” he says. “It’s not that complicated.”

The company has gained notoriety for its adherence to low prices. “We try to buy the best quality at the best price.”

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CASTLE PARTNERS TO CONNECT PROS WITH HOMEOWNERS

Castle Building Centres Group Ltd. has forged an exclusive partnership with an online platform for homeowners to source renovations and repairs. Rendoodle is a virtual marketplace that connects retailers and industry experts with consumers to help them plan and execute their home improvement projects.

The platform provides consumers with tools to turn their home renovation concepts, or “doodles,” into reality by connecting them to contractors and to products through a local Castle location. “We see Rendoodle as a way to really level the playing field with the big box retailers and create a stronger competitive advantage,” says Lucas Jenkins, co-founder and president of the online company.

Together with Rendoodle, Castle intends to build a sustainable online community of Castle retailers, leading manufacturers and reputable certified contractors. The marketplace offers member benefits such as access to project leads, increased sales potential and access to a certified installer listing.

“Our deal with Castle as a whole will allow for all of their retail locations across Canada to be a part of the program,” Jenkins continues. “The onboarding process is one that is simple and efficient.”

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